Senior Account Executive, Provider Sales

Instructure is a company that believes in the power of people to grow and succeed throughout their lives. As a Senior Account Executive, you will drive B2B sales efforts with EdTech providers, building and nurturing strong client relationships while expanding new business within your assigned territory.

Responsibilities:

• Drive B2B sales of Instructure's advanced technology products to education technology providers, leveraging in-depth knowledge of our solutions and focusing on collaborative relationship building
• Provide technical insights and change management expertise to help prospects effectively evaluate and select solutions
• Develop and deliver compelling messaging to prospective EdTech clients, demonstrating the value of Instructure products in supporting their services and solutions
• Guide prospective clients through the entire sales process, ensuring timely execution and fostering cooperation among stakeholders
• Deliver accurate sales assessments and forecasts to inform strategies and drive both short-term and long-term initiatives, collaborating within the sales team and across departments
• Develop and maintain relationships with key decision-makers, emphasizing solution benefits that address real business challenges such as scale, adoption, and research
• Maintain detailed account records in Salesforce CRM, tracking insights and information for client and sales management
• Collaborate with marketing to align on sales campaigns, share market insights, and support overall strategy
• Work with customer success teams to ensure smooth client transition from sales to onboarding, supporting implementation and customer satisfaction
• Partner with contracts and legal teams to support contract negotiations and ensure policy compliance

Requirements:

• 5+ years of proven success in B2B sales, preferably in the EdTech industry
• Strong background in consultative, technical sales; skilled at technical needs assessments and proposal development
• Demonstrated success selling enterprise software, SaaS solutions, and services
• Ability to engage and communicate complex concepts effectively with stakeholders at all levels, including executive leadership
• Excellent people skills with a proven ability to foster collaborative relationships both internally and externally
• Willingness to travel up to 25% as needed